Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.

The 10X Rule: The Only Difference Between Success and Failure

Extreme success, by definition, lies beyond the realm of normal action. If you want to achieve extreme success, you can’t operate like everybody else and settle for mediocrity. You need to remove luck and chance from your business equation, and lock in massive success. The 10X Rule shows you how!

Sell or Be Sold: How to Get Your Way in Business and in Life

Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue.

The Secrets of Closing the Sale: Included Bonus: Selling with Emotional Logic

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!

Stephanie Earleywine says:"Zig Ziglar debunks all the myths holding you back from closing the sale"

Zero to One: Notes on Startups, or How to Build the Future

The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. And the next Mark Zuckerberg won't create a social network. If you are copying these guys, you aren't learning from them. It's easier to copy a model than to make something new: doing what we already know how to do takes the world from 1 to n, adding more of something familiar. But every time we create something new, we go from 0 to 1.

The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Ben Horowitz offers essential advice on building and running a startup - practical wisdom for managing the toughest problems business school doesn’t cover, based on his popular ben’s blog. While many people talk about how great it is to start a business, very few are honest about how difficult it is to run one. The Hard Thing About Hard Things is invaluable for veteran entrepreneurs as well as those aspiring to their own new ventures, drawing from Horowitz’s personal and often humbling experiences.

Be Obsessed or Be Average

We're in the middle of an epidemic of average. So-called "normal" people get up every day, go to work, do what's asked of them, leave promptly at five, and return home to sit on the couch and watch TV. Society tells us that this is what it means to lead a balanced life. Don't stress too much or work too hard. Your career isn't everything. But Grant Cardone thinks this preoccupation with balance has really just given an excuse to be mediocre.

First Trillionaire says:"love the guy. this is just 10x with a new name"

The Closer's Survival Guide - Third Edition

The most powerful arsenal of closes ever! This audiobook over 120 Closes includes: 31 Money Closes, 17 Time Related Closes, 3 Pressure Closes, 3 Agreement Closes, 8 Decision Closes, and another 64 of the most creative closes you will ever find in one book! Financial "Closing" is the final step in the pursuit of ANY goal. This thing called closing is not just something that sales people do but something that applies to every person.

PerryMartinBookReviews says:"The Book you must read to be a Master Closer"

Influence: The Psychology of Persuasion

Influence, the classic book on persuasion, explains the psychology of why people say yes - and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His 35 years of rigorous, evidence-based research, along with a three-year program of study on what moves people to change behavior, has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them.

Pre-Suasion: Channeling Attention for Change

The author of the legendary best seller Influence, social psychologist Robert Cialdini, shines a light on effective persuasion and reveals that the secret doesn't lie in the message itself but in the key moment before that message is delivered.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

The Personal MBA: Master the Art of Business

Josh Kaufman founded PersonalMBA.com as an alternative to the business school boondoggle. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. Now, he shares the essentials of entrepreneurship, marketing, sales, negotiation, operations, productivity, systems design, and much more, in one comprehensive volume. The Personal MBA distills the most valuable business lessons into simple, memorable mental models that can be applied to real-world challenges.

Never Split the Difference: Negotiating as if Your Life Depended on It

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.

The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over

The Like Switch is packed with all the tools you need for turning strangers into friends, whether you are on a sales call, a first date, or a job interview. As a Special Agent for the FBI's National Security Division's Behavioral Analysis Program, Dr. Jack Schafer developed dynamic and breakthrough strategies for profiling terrorists and detecting deception. Now, Dr. Schafer has evolved his proven-on-the-battlefield tactics for the day-to-day, but no less critical battle of getting people to like you.

Start with Why: How Great Leaders Inspire Everyone to Take Action

Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their successes over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers might have little in common, but they all started with why.

The Ultimate Sales Machine

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.

The Power of Habit: Why We Do What We Do in Life and Business

At its core, The Power of Habit contains an exhilarating argument: The key to exercising regularly, losing weight, raising exceptional children, becoming more productive, building revolutionary companies and social movements, and achieving success is understanding how habits work. Habits aren’t destiny. As Charles Duhigg shows, by harnessing this new science, we can transform our businesses, our communities, and our lives.

How to Win at the Sport of Business: If I Can Do It, You Can Do It

Using the greatest material from his popular Blog Maverick, Cuban has collected and updated his postings on business and life to provide a catalog of insider knowledge on what it takes to become a thriving entrepreneur. He tells his own rags-to-riches story of how he went from selling powdered milk and sleeping on friends' couches to owning his own company and becoming a multibillion-dollar success story.

The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results

This is an audiobook for busy people. If you want less on your plate and more for your life and career, tune in to the #1 Wall Street Journal best seller, The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results. The ONE Thing will bring your life and your work into focus. Authors Gary Keller and Jay Papasan teach you the tricks to cut through the clutter, achieve better results in less time, dial down stress, and master what matters to you.

Smarter Faster Better: The Secrets of Being Productive in Life and Business

Drawing on the latest findings in neuroscience, psychology, and behavioral economics - as well as the experiences of CEOs, educational reformers, four-star generals, FBI agents, airplane pilots, and Broadway songwriters - this painstakingly researched book explains that the most productive people, companies, and organizations don't merely act differently. They view the world, and their choices, in profoundly different ways.

Algorithms to Live By: The Computer Science of Human Decisions

All our lives are constrained by limited space and time, limits that give rise to a particular set of problems. What should we do, or leave undone, in a day or a lifetime? How much messiness should we accept? What balance of new activities and familiar favorites is the most fulfilling? These may seem like uniquely human quandaries, but they are not: computers, too, face the same constraints, so computer scientists have been grappling with their version of such problems for decades.

The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich (Expanded and Updated)

This expanded edition includes dozens of practical tips and case studies from readers who have doubled their income, overcome common sticking points, and reinvented themselves using the original book. Also included are templates for eliminating email and negotiating with bosses and clients, how to apply lifestyle principles in unpredictable economic times, and the latest tools, tricks, and shortcuts for living like a diplomat or millionaire without being either.

Think and Grow Rich

Think and Grow Rich is the number-one inspirational and motivational classic for individuals who are interested in furthering their lives and reaching their goals by learning from important figures in history. The text read in this audiobook is the original 1937 edition written by Napoleon Hill and inspired by Andrew Carnegie - and while it has often been reproduced, no updated version has ever been able to compete with the original.

Publisher's Summary

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn’t an art - it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.

Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:

Setting the Frame

Telling the Story

Revealing the Intrigue

Offering the Prize

Nailing the Hookpoint

Getting a Decision

One truly great pitch can improve your career, make you a lot of money - and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.

Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience - and you’ll have more funding and support than you ever thought possible.

In his book, Oren only gives an introduction to his techniques. He teases with glitzy stories of intrigue and success and, to be honest, makes it sound like he really has all the answers. The problem is that if you want the full story you have to purchase his program from his website that goes for over $300 A MONTH!

Would you ever listen to anything by Oren Klaff again?

I would not trust Oren's books to relay anything of significance

What reaction did this book spark in you? Anger, sadness, disappointment?

No, I don't think the performance quality was up to the level of most of the other books that I've listened to, and then quality of the story was underwhelming

How did the narrator detract from the book?

He sounded like he was in a rush, desperate to tell you everything, as fast as possible. Another weird thing about it, you could actually hear him turning the pages as he read, I'm not sure why that was, but it was distracting at times.

Any additional comments?

The "tips" that were given in this book were very similar to almost every other related book that I've read, nothing original or groundbreaking to be heard here.

I love the fact that the information and methods outlined really do track with actual science, and if you wanted you could pick up any piece of research on Neuro or Behavioral Economics and verify the concepts Oren is talking about.

Who was your favorite character and why?

My favorite character in this book isn't a character at all, but the pace this book takes. Oren blasts through his ideas in a way that literally keeps you on the edge of your seat, but is clear, concise, and doesn't gloss over the "good stuff". For a business book, this was a new one for me... normally I listen to books during my commute, but with this one I found myself leaving earlier in the morning and sitting in the parking lot upon arrival trying to will myself to stop.

What about Oren Klaff’s performance did you like?

Oren's energy and presence gives a voice and power to his book that I don't think could have been achieved had he hired someone else to do the recording.

Any additional comments?

My initial reaction to Oren's personality and reading of this book wasn't good. He comes across loud, arrogant, and completely enamored with himself... With that being said, by the time you get to the end it feels right and fits. The book isn't about doing things the way they've been done before, and by telling the story the way he does he sets that frame and carries it through to the end.I highly recommend this book, and was already recommending it to people before I was finished. It's a fantastic method built and real science, and I can't wait to start incorporating it into my own strategies.

Where does Pitch Anything rank among all the audiobooks you’ve listened to so far?

Out of my entire library this book resides in the top 10.

What other book might you compare Pitch Anything to and why?

If Chip and Dan Heath's "Made to Stick" is the "stickiness" of an idea, then "Pitch Anything" is the "applicator". Metaphorically, these two books combine to create the "PostIt Note" of goal driven idea sharing.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

I did...and I harnessed the material two days later when pitching my CEO on a new business idea.

Any additional comments?

This book is not about selling. It is about reaching your audience in a way that harnesses the neuroscience behind how we receive and respond to new information. I should also mention that I was able to speak personally with Oren Klaff before pitching my CEO. He responded to my request for help in less than 48 hrs of my email. His intuitive understanding of my issue was spot on, and his advice was sincere and extremely helpful.

This book is way more than that. It covers aspects of business and sales, but the concepts can be used in your personal life too. I bought it because it was recommended by Internet Business Mastery. I loved it even though I do not pitch. I am developing a product and will be using the techniques Oren describes to help me find investors.

One thing I didnt like was the narration. It was boring and tedious and lacked emotion. Weird also listening to someone read exactly from the book without modifying for the audio audience, you will notice what I mean when you buy it. Thankfully the content is brilliant.

Highly recommended this book if you are an entreprenuer or business owner wanting to learn about human nature and how to identify situations where you could produce a better outcome or the outcome you want.

There is also a complimentary monthly membership program that Oren has setup to support any further learnings.

Who was your favorite character and why?

Oren because he has the credibility and done his research to back his findings.

What three words best describe Stephen Bowlby’s performance?

Not that impressed, boring and lacked emotion. Also think when someone is reading a book that is a recollection of the author and you know they are not the author that maybe they should consider modifying the narration just slightly. As with some of the references in the book that don't make sense in an audio.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

I was really impressed and had never thought of human interaction in this way.

I'm in Sales, I've listened to a LOT of sales strategy and business books. I got more value in the first 7 minutes, than I have in hours and hours of other business books. 7 minutes in, and I was like OMG this is huge..This is a road map, a repeatable method to follow, to get more sales.

Just finished listening to the Audio version of Pitch Anything, and started re-listening to it again. Very informative, I've already started implementing what I'm learning. Thank you Oren for all the time and effort you put into learning and sharing this method.

You want to be "That Sales Pro" That everyone compares success too? -Then get this book, and use it.

This is the way it should be done. Fun, exciting, professional and short. Oren Klaff knows his stuff and narrates his own work with passion and zeal. I believe his technique will work and I am taking on board his techniques, philosophy and methods, although I will do it with my unique style. I never wanted to be a salesman, but this book has given me the idea that I can do it, do it right and keep to my ideals. I don't recommend you listen to this book as I am not sure I want everybody out there to know this, but then again, bad pitches are such a waste of time. You still have to do your work to get your presentation right and know your stuff, but this book will give you a method that will work wonders, in my belief.

Whilst there's a few interesting ideas in this book. I couldn't help but be put off by Mr Klaff himself. I found the size of this man's ego grating. Excellent at his job he may be, but I would actively go out of my way not to work with him. Or listen to him further.

The examples he gives apparently work well in the highly aggressive and confrontational US finance world, but they categorically do not work in other settings. For example, here in the UK where relationship building is far more important. In short people want to work with people they like. Life is too short not to. I've raised money before and mostly i find it comes down to chemistry and trust. Use these techniques here and you'll develop neither.

Quite simply If I tried some of these techniques in my boardroom I would either be laughed out the door or would be picking up my final payslip.

Furthermore, despite the fact that the book is about conveying messages, I also found the structure to be all over the place and little of it actually sunk in.

So if you're US centric and work in finance, this may be useful. For anyone else, less so.

What will your next listen be?

not sure, probably another seth godin

How did the narrator detract from the book?

The narration was done by the author so it is hard to separate the two. I just found it to be one big ego trip.I lost count of the times he mentioned his private jets.

What reaction did this book spark in you? Anger, sadness, disappointment?

Irritation

6 of 7 people found this review helpful

Martin

Bromborough, United Kingdom

1/14/14

Overall

Performance

Story

"So dull"

What could have made this a 4 or 5-star listening experience for you?

Less stories that ramble on for ever before getting to the point

What was most disappointing about Oren Klaff’s story?

I barely learnt anything - the long pointless stories just made me switch off

What reaction did this book spark in you? Anger, sadness, disappointment?

Indifference

4 of 4 people found this review helpful

Edward R

1/19/16

Overall

Performance

Story

"Wowsers"

I do love this book. This speaks to everyone who pitches as part of their job, which is probably everyone now. It requires serious concentration as there are lots of really novel pitching ideas. Oren is brilliant at engaging people, that's what this book is about, and ir comes across well to his listeners also. I had to write down alot of this for it to sink in but I am growing very grateful I bought this book. I think this is a fantastic reference book.Thank you Oren.

2 of 2 people found this review helpful

hollegar

Poznan, Poland

12/1/13

Overall

Performance

Story

"Very good book"

What did you like most about Pitch Anything?

This book is very good in terms of showing how to pitch. You could learn many new techniques. Especialy the frame control.

2 of 2 people found this review helpful

Jamie

10/28/15

Overall

Performance

Story

"Must read!"

Fantastic book. At first I presumed this would be just another sales book but I'm so glad I got around to reading this. Interesting explanation of how the human brain works and how social interactions occur, well reasoned and plenty of examples. I would definitely recommend this book.

1 of 1 people found this review helpful

Glenn

6/21/15

Overall

Performance

Story

"One of top sales books ever written"

While many sales books contain a lot of traditional babble without any structure or guidance this is a book with an actual method that anyone can build into their own pitch and presentation... TOP BOOK

1 of 1 people found this review helpful

Lukasz Hawro

3/26/15

Overall

Performance

Story

"Excellent for any social encounter"

I've expected another sales book telling me how to use this trick or that line and a lot of hoopla in between... Instead I was quickly engaged in a fantastic story of one of the best delivered social encountering teaching books I've read/listened so far. And what is more important - Oren's idea goes so much beyond simple sales method it can be used in literally any social situation.Everyone should listen to that book.

2 of 3 people found this review helpful

Carpenter RC

11/8/16

Overall

Performance

Story

"Perfect in every way !!!"

Would you consider the audio edition of Pitch Anything to be better than the print version?

I do think that as Oren reads it out himself its actually very engaging.

Have you listened to any of Oren Klaff’s other performances? How does this one compare?

I havent yet

Any additional comments?

This is a very good book, yes not everything relates to everyone but everyone has been in situations described in the book. Sometimes you need to know how to manage tough situations and Oren's explanations are great.

A must for anyone who is in business, not just people who pitch.

0 of 0 people found this review helpful

Anthony

9/20/16

Overall

Performance

Story

"So much about how great he is"

I became truly frustrated with this book. More than 60% seems to be about how great the author is. The book would be 3hrs shorter and I would not have been annoyed. I would look for an alternative

0 of 0 people found this review helpful

Mark

9/13/16

Overall

Performance

Story

"Very Convincing!"

Loved it. Thoroughly convinced by the narrator. Am yet to try it out but it seems entirely plausible. A great listen generally so would recommend it.

0 of 0 people found this review helpful

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